The new Dell channel program, which goes into effect Feb. 1, moves the roughly 200,000 previous Dell Direct accounts into the channel where they will be managed jointly with channel partners and Direct reps. Part of those incentives include a 20 percent "compensation accelerator" for its direct sales team to generate new enterprise business with Dell channel partners. Dell also announced it would quadruple investments in demo and field equipment, as well as in its partner bonus programs.